5+ years of experience in channel management across mixed sales segments.
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Strong initiative with excellent presentation and communication skills.
Proven track record in leading complex sales negotiations and conflict resolution.
Strong forecasting and follow-through abilities.
Ability to build and maintain lasting relationships.
Responsibilities
Develop and execute channel strategy to support regional sales segments.
Manage IBM relationships in key North American regions.
Drive territory plans to support business goals and sales initiatives.
Maximize growth opportunities through effective partner relationships.
Collaborate in a matrixed team environment to ensure satisfaction for partners and customers.
Design compelling value propositions to inspire partner promotion of solutions.
Communicate consistently across regions to strengthen partnerships with IBM and Palo Alto.
Lead regular performance and relationship reviews with senior management and stakeholders.
Benefits
Comprehensive employee benefits package.
Opportunities for professional development and growth.
Access to restricted stock units and performance bonuses.
Full Job Description
Job Summary
This role is centered on relationship management to achieve measurable results in increased revenue, market share, and depth working with IBM. Your success in this role will span the creation and execution of unique business plans with IBM in each region. You'll be measured primarily on the joint business executed and sold with IBM. You'll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, "outcome where everybody wins" strategy.
Your Impact
Develop and execute channel strategy to to support territory geo supporting mix of sales segments.
Management of IBM relationship with key regions in North America.
Territory plan driving key sales initiatives to support business goals.
Partner relationship to maximize growth opportunities and ensuring IBM is well-positioned to deliver successful customer implementations and recommendations.
Work well in a matrixed team environment to ensure partner and customer satisfaction.
Design a compelling value proposition that inspires partners to promote our solutions.
Provide clear and consistent communication across the region with IBM and Palo Alto to build strong partnerships.
Lead regular business performance and relationship reviews with senior management and various stakeholders.
Build and maintain the activity of performance reports and activity dashboards.
Develop and maintain leadership relationships in respective regions for both IBM and Palo
Qualifications
5+ years of experience in channel management supporting the mixed sales segment territories.
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
Consistent track record of leading complex sales situations through negotiation and conflict resolution.
Forecasting and follow through skills
Ability to cultivate lasting relationships
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$272,000.00 - $374,000.00/yr
About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
